Finding quality talent is hard. Finding amazing Sales Engineers is even harder. So how do you find the right people to fill openings and scale your Presales teams? We're living...
read moreWebinar: Your Business is Unique – So Your Digital Hybrid Presales Model Must Be Too
by Garrett Erickson | Oct 15, 2021
Your business is unique -- So is your buyer's journey! There are 3 crucial factors to consider when plotting presales impact so introducing them needs careful understanding. How...
read moreWhat is Presales?
by Aaron Janmohamed | Oct 14, 2021
This may be the most shameless SEO-driven post we ever publish, but it turns out enough people Google “what is presales” to merit its own blog. As a presales scaling solution, we...
read moreWho Really Closes the Deal? The Best Case for Buyer Enablement
by Aaron Janmohamed | Oct 07, 2021
Most people think the sales team closes the deal. There’s an entire category of sales professionals known for complex selling. But there’s no such thing as a complex sale! Garin...
read moreWEBINAR: Fabulously Successful Presales/Sales Partnering Principles
by Garrett Erickson | Oct 04, 2021
The Hidden Gems From Sales Engineering Research
by John Cook | Oct 01, 2021 | sales engineering, presales, Scaling Presales
Since the 2021 SE Compensation and Workload Report was released earlier this year, you’ve probably thought about the trends developing in the Presales sector. One thing is sure,...
read more4 Must-Haves to Deliver a Successful Product Demonstration
by Aaron Janmohamed | Sep 23, 2021
Demos are just not one-size-fits-all. Though the term “demo” is ubiquitous in presales and sales settings, teams aren’t consistent in defining what a good demo should look like....
read moreWebinar: No Value Selling Approach is Too Risky for Sales Engineers
by Garrett Erickson | Sep 17, 2021 | Scaling Presales
As a key member of the revenue team, SEs should take strategic risks. For some this means finding new ways to approach value selling. For others it means not be afraid to ask...
read more2 Gaps to Bridge in order to Scale Presales
by John Cook | Sep 16, 2021 | Scaling Presales
For more than two years, “scaling presales” has topped the list of hot button challenges that leaders—presales and sales—have tried to solve.
read moreUnexpected Gems: Mining the 2021 Workload and Compensation Report
by Garrett Erickson | Aug 26, 2021
You've read the 2021 SE Compensation and Workload Report. What did you learn? What did you miss? And what does it all mean for Presales moving forward? The second annual SE...
read more3 Ways Digital Demos Can Transform Your Channel Sales
by Garrett Erickson | Aug 19, 2021
Working with channel partners can be both a blessing and a curse. On the one hand, they provide you with an easy way to scale your sales organization and drive volume sales of...
read moreHow presales is transforming sales ...and why sales leaders need to pay attention
by Aaron Janmohamed | Aug 05, 2021
One of our biggest customers recently told me that all of the tech, the training, the certifications, the money that’s poured into sales is designed to 1) help sellers get in...
read more6 Reasons Why You Shouldn’t Buy Consensus
by Aaron Janmohamed | Aug 04, 2021
We’re not for everyone, and we get that. In fact, over the years, we’ve built up a pretty good idea of who does and who doesn’t fit Consensus.
read moreThe Presales Technology Buying Guide: Manage the Buying Process to Get Buy-in
by Garin Hess | Jul 28, 2021
Adam Freeman, Head of Presales at The Access Group, approached me (Consensus Founder and CEO) and Freddy Mangum (Hub Founder and CEO) with this objective: let's put together a...
read moreWebinar: Change Before You Have To: Leading the Presales Transformation Inside Your Organization
by John Cook | Jul 22, 2021 | Scaling Presales
Our Presales profession is undergoing a major change. Are you thinking of, or in the thick of, trying to lead your organization through the Digital Presales transformation? If...
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